Insurance is a competitive and complex industry that requires constant communication, education, and trust-building with potential and existing clients. Whether you are a self-employed agent, a consultant, or a freelancer, you need to market your services effectively to stand out from the crowd and grow your business. In this article, we will share some tips on how to do that.
Before you start marketing your services, you need to identify and understand your target market. Who are your ideal clients? What are their needs, goals, challenges, and preferences? How do they make decisions and what influences them? How can you reach them and what channels do they use? By answering these questions, you can create a customer profile that will help you tailor your message, offer, and value proposition to your audience.
Además de los puntos ya mencionados cómo: ? Conocer el mercado objetivo ? Desarrollar marca personal ? Educar a la audiencia Considero importante y en prioridad 1: Conocer los beneficios que le aporta a la vida de las personas. La industria de los seguros implica conocer y vender soluciones para personas que tienen retos, miedos, sue?os, etc... si como Agente de Seguros, sabes qué producto ofrecer para cada cliente, comercializarás de manera muy efectiva tus servicios.
EL mercado objetivo es la clave fundamental para poder vender seguros. ?Quién es? ?Qué gustos tiene? y lo fundamental ?tiene para pagar lo que vendo?. Sin tener eso claro sólo estaremos caminando sin saber a dónde ir.
In today's digital world, having a strong online presence is essential for any insurance professional. You need to have a website that showcases your services, credentials, testimonials, and contact information. You also need to have a blog that provides useful and relevant content to your target market, such as tips, trends, case studies, and FAQs. You can also use social media platforms, such as LinkedIn, Facebook, Twitter, and Instagram, to share your content, engage with your followers, and generate leads. Make sure you optimize your website and social media profiles for search engines, keywords, and user experience.
En mi caso, tengo página web, canal de You Tube, página en Linkedln además de facebook e instagram, a través de las que comparto mis conocimientos y realizo búsqueda de clientes. Sin embargo el tama?o de la internet a crecido tanto que puede ser insuficiente. Hay que desarrollar estrategias particulares a través de las que podremos identificar nuevos métodos.
As an insurance professional, you are not just selling a product or a service, you are selling yourself. You need to develop your personal brand, which is the unique combination of your skills, values, personality, and reputation that sets you apart from your competitors. Your personal brand should reflect your expertise, credibility, authenticity, and passion for your field. You can build your personal brand by creating a consistent and professional image, delivering high-quality work, asking for referrals and reviews, and participating in industry events and networks.
The best way to market services is to deeply relate with the consumer, not just market for the sake of it. Testimonials and a set of use cases that address consumer problem statements are essential ingredients for effective marketing campaigns. These elements will resonate with consumers longer and enhance brand recall.
Para mi la marca personal que le pongo a mis negocios es que mi palabra es lo que está escrito en los contratos. La congruencia entre lo que se le ofrece al cliente y lo que este recibe al momento del siniestro, debe ser lo más fiel posible.
One of the best ways to market your services as an insurance professional is to educate your prospects about the benefits and value of your solutions. You can do this by creating and sharing informative and engaging content, such as ebooks, white papers, webinars, podcasts, newsletters, and infographics. You can also offer free consultations, assessments, or audits to demonstrate your knowledge and skills. By educating your prospects, you can establish yourself as an authority, provide value, and nurture trust and rapport.
Keep it simple and transparent i.e. demonstrate step by step how each enhanced feature adds (or does not add!) to the cost, all the time focussing on the need and ask of the client and remaining agnostic to commissions the agent himself / herself would make from selling a certain product and/or adding certain feature within the product.
Que un cliente tenga claro lo que está comprando es IMPORTANTíSIMO. Por ejemplo donde vivo los seguros médicos que más se venden son con suma asegurada vitalicia, es decir que se va consumiendo a medida que se presenten los reclamos. Esto permite una prima baja y para hacer atractiva la póliza, le agregan servicios que el cliente paga con la prima, pero este no está consciente de que su seguro no es para toda la vida de él. Me cuesta trabajo hacerle entender a las personas el peligro que representa esa limitación, lamentablemente prefieren lo barato a lo bueno.
Marketing your services does not end with the first contact or the sale. You need to follow up and stay in touch with your prospects and clients to maintain and strengthen the relationship. You can do this by sending thank-you notes, birthday cards, or holiday greetings, asking for feedback, providing updates, offering additional services or discounts, or inviting them to events or webinars. By following up and staying in touch, you can show your appreciation, increase loyalty, and generate repeat business and referrals.
Desarrollar relaciones duraderas con los clientes es, además de importante, satisfactorio. Con el paso del tiempo nuestros clientes llegan a vernos como su familia, por el hecho de estar cerca cuando más nos necesitan.
People buy new insurance products at specific times in their lives - typically when they have children, get married, buy a new home, etc. Getting in front of these life events and being a helpful resources for them is a wonderful strategy to increase response rates - these are complex times where a person has to navigate a life change, and insurance is one of the last things they want to think about. But if you can be helpful with, say, financial planning as a couple, or other value-added services, you can appear as a trusted advisor at the right time for your prospect.